DON'T FORGET - SALES IS A NUMBERS GAME !

HELLO ! Here we go again down the road of sales success for each of you. The perspective this week has echoed throughout the profession forever and it hasn't changed one bit regardless of what anybody tells you. Sales is a numbers game and in so many ways. Contacts, leads, customers, dollars, opportunities, networking, hours worked, details, innovations, campaign steps, miles traveled, cold calls, warm calls, voice mails, messages, presentations, face to face meetings, closes, trial closes, questions, tenure, resources, training sessions, role playing, letters sent, brochures sent, visits, and many more. So, the BIG question for each of you - Do You Know What Your Numbers Are In All Of These Areas And More ?

There is a direct correlation between your success and your numbers. I know you are more talented than other sales professionals and your numbers aren't that high because you get so much more out of each thing you do because you just got your act together better than anyone else ! Cut me a Break ! I either hear that BS or it's implied in many of the conversations I have everyday. I agree a strong ego is a necessary evil as a sales professional but when it starts to stand in the way of your ability to challenge yourself to go beyond wherever you have been before - that's a problem.

Professional sales is a growing and evolving awareness for sure and no one person or Team knows it all. But I'm always amazed at the number of salespeople who are convinced that they know it all and no one could do better than they do. They don't necessarily say that but that's how they conduct themselves.

This insight will hopefully illustrate my point. I have had occasion to interview numerous prospective sales people for sales positions for my clients. For one client I interviewed close to a 100, yes one hundred, over a period of 6 years in SC These were people who were established salespeople - meaning they had been earning a living doing it for over five years according to the recruiters and their resumes. The number of candidates who had been through some type of third party professional sales training and / or had read a book or listened to a CD / DAVID about professional sales were less than 1% at best. What does that say about them and our field of endeavor ?

Sales is and will always be a NUMBERS game. What you do and what you don't do will greatly affect your success. One of the major factors in the development of professional salespeople is the willingness to be content with existing numbers (all categories included - especially dollars earned). That's another way of speaking to a lack of GOAL orientation. I will speak to that issue next week.

Until then, look at your NUMBERS. Where do you stand ? How are you going to increase your numbers in 2010 ?


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Thanks for taking the time to read this week's Perspective. Good Luck and Good Selling